Learn 5 success strategies for successful selling in 2018 from a HubSpot Boot Camp Graduate. Having been in sales for over 25years I thought I had seen it all and done it all. I was wrong. These 5 sales strategies really helped me bring in more business and....

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I am a big Tony Robbins fan. When I read his quotes I get inspired, and this one really rang true for me the last couple of months...

“It is in your moments of decision that your destiny is shaped.” – Tony Robbins

Decide to Meet Your Destiny

At the risk of dating myself, I have been involved in sales either for myself or for other companies for over 25 years. I have either done it all or read it all in terms of sales training...Brian Tracy, Jim Rohn, Zig Ziglar, Stephen Covey, Napoleon Hill, Dale Carnegie...you get the idea. And, that doesn't even include the corporate training I have done.

But, here is what I found out about it. Apparently, not everyone gets into this boot camp. There is a waiting list. And, people who have done it have seen a marked difference in their business in a short amount of time.

So, my thoughts were, "What could they be teaching that everyone is clamoring to get in?" And, "Who is this guy, Dan Tyre, who conducts the boot camp and everyone is raving about?"

For an overachiever like me, this was like a bone to a dog. So, you guessed it. I made the decision to do it.

Little did I know, I would have to wait 6 months to get in. By this time, changes in our business had left me swamped with work. So, now I had to decide if I had the time to do it. While I was trying to make the decision, I got a call from none other than "The infamous Dan Tyre"!

To say that I was bowled over by his personality and sheer energy would be an understatement! Apparently, I was the only person who hadn't confirmed my participation. After speaking with him for a few moments, the decision was made...I have to do this, busy or not!

Tip # 1: If opportunity comes calling, MAKE THE DECISION TO ANSWER THE CALL!

The boot camp is everything they say...Jump Starter, Motivator, Skill Builder and Accountability. But most of all, it pushes you to Get Out of Your Comfort Zone!

I am a big believer in sharing knowledge, so now that I have completed the boot camp, I would like to share some of the sales success strategiesthatI learned.

The Power Has Shifted To The Buyer

If you haven't noticed it yet...sales has changed. Gone are the days where the salesperson had the power in the relationship.

It used to be that salespeople had control over the information. They had the technical specifications, pricing information, implementation instructions and the best practices of others using their product or service.

Buyers used to depend on salespeople for this information. So, the salesperson would follow up on referrals and cold call prospective clients, or the buyer would call the product or service company and ask for a salesperson to meet with them. It worked this way for generations.

Enter technology, the internet and social media.

With more power at their fingertips than ever before, buyers can now do their own research. They don't need salespeople to find solutions to their problems. They can research their own solutions, look up technical specifications, compare pricing, find out how to implement a new system and see what people think about your product or service. In fact, they can even communicate with your customers using social media.

In other words, the power has shifted to the buyer.

With this newfound power, the buyer can decide when and how they want to talk to a salesperson.

Check out these statistics:

74%of B2B buyers research half or more of their work purchases online before buying. (Source:Recent Forrester Study)

2. Start Using a Marketing and Sales Platform for Automation.We and all of our customers use HubSpot. You get a Content Optimization System (COS) and Customer Relationship Management (CRM) system that work together.

In a nutshell, you get... Lead Generation, Customer Acquisition and Client Engagement

3.Get help. Marketing has gotten more complicated, so you are most likely going to need help. You can read why in these articles:

Tip #3: It is better to implement technology before your competition does, or you may never catch up.

A Helping Attitude Is Your New Best Friend

Just because the power has shifted to the buyer doesn't mean that they don't want to talk to you or don't need you. But let's be honest, if you're going to go barreling in like a "Used Car Salesman", you are not going to get very far.

Because buyers spend so much time looking for solutions to their problems, they still may need help. So, being helpful without expecting anything in return is a way to get past the walls people put up in dealing with salespeople.

Here is what salespeople have a hard time with...Being helpful without selling something!

But, we can all be helpful in some way...by providing information, providing resources or giving advice. Listen for what your prospect needs.

I spent 20 minutes on the phone yesterday helping a business that wasn't our target customer. But you know what, it felt good to give her advice and steer her in the right direction. At the end of the call, she said, "I can't believe how helpful you were. In today's day and age, that is so rare. Thank you!" Enough said.

Here are some benefits about approaching prospects with a helpful attitude:

It helps you build trust and rapport with your prospects.

By asking questions about what they need help with, it helps you qualify if they are your target customer.

By being positive in your advice and not critical, it is a way for you show that you are caring and knowledgeable.

Even if it doesn't work out with them becoming a client, they may refer you to someone else that can use your help.

Tip #4: Remember, even in this age of automation, sales is still "Human To Human" .

Never Stop Prospecting

One thing that hasn't changed about sales...you still need to build a sales pipeline.